When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning,…
‘Knowing your business’ was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with…
When I began my career as a professional sales person in the early 1980’s we were trained in product and client communication skills focusing on handling objections. We were given…
In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and…
I recently had the pleasure of attending and speaking at the 6th CIPS Australasia Annual Conference for the procurement profession. It was my third invitation to speak at a CIPSA…
Tell almost any sales person they are going to participate in role plays as part of their sales training and you will hear a collective groan. In short most sales…
Who is really listening? Genuinely, sincerely and honestly listening? I’m noticing a lot more telling and a lot less listening lately. You only have to watch the ABC program ‘Q&A’…
As the saying goes, “If you can’t take the heat get out of the kitchen”. Once again MasterChef has served up some great life lessons. Last year I wrote about…
What’s in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services,…
Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to…
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